Journal of Marketing最新文献_第4页

EXPRESS: Climate Communications in IPOs: Unpacking the Influence of Climate Disclosure Volume, Sender, and Message Characteristics 《ipo中的气候传播：揭示气候信息披露量、发送者和信息特征的影响》

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-04-14 DOI: 10.1177/00222429261444729

Ankit Anand, Alok R. Saboo, Ritesh Adhyapak

{"title":"EXPRESS: Climate Communications in IPOs: Unpacking the Influence of Climate Disclosure Volume, Sender, and Message Characteristics","authors":"Ankit Anand, Alok R. Saboo, Ritesh Adhyapak","doi":"10.1177/00222429261444729","DOIUrl":"https://doi.org/10.1177/00222429261444729","url":null,"abstract":"Climate disclosures have emerged as a prominent communication tool for firms facing growing pressure to address climate challenges, yet their impact on firm performance remains unclear. This study proposes a nonlinear (U-shaped) relationship between climate disclosure volume and IPO firm performance, grounded in a damage-limitation logic. At low to moderate levels, disclosures amplify risk salience and proprietary costs, damaging valuations. At higher levels, offsetting benefits related to information, stewardship, and climate-friendly reputation outweigh these costs. Using multi-sourced data from 1,586 IPO firms, a BERT-based large language model to identify climate-related text in prospectuses, and econometric methods that address endogeneity, the authors find support for the proposed U-shaped relationship. The research further demonstrates that sender characteristics (underwriter reputation, customer concentration, and market orientation) and message characteristics (discretionary disclosure and message clarity) moderate the nonlinear relationship. Post-hoc analyses decomposing disclosure content reveal that climate risk disclosures damage valuations. In contrast, climate risk-management disclosures (governance, strategy, and metrics/targets) generate positive effects, suggesting that disclosure effectiveness depends on both volume and content composition. These effects persist in the long-term performance of firms. The findings provide actionable insights for firms developing disclosure strategies and policymakers encouraging climate-related communication.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"31 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-04-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147682136","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Automated Versus Human-Operated: Impact of AI-Driven Autonomous Stores on Prosocial Behavior EXPRESS：自动化与人工操作：人工智能驱动的自主商店对亲社会行为的影响

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-04-14 DOI: 10.1177/00222429261445436

Xiaoyan (Jenny) Liu, Chi Hoang, Sharon Ng

{"title":"EXPRESS: Automated Versus Human-Operated: Impact of AI-Driven Autonomous Stores on Prosocial Behavior","authors":"Xiaoyan (Jenny) Liu, Chi Hoang, Sharon Ng","doi":"10.1177/00222429261445436","DOIUrl":"https://doi.org/10.1177/00222429261445436","url":null,"abstract":"Many leading retailers have introduced AI-driven autonomous stores, sparking a trend that others are eager to follow. Although prior research has emphasized consumer acceptance of these formats and their operational advantages (e.g., reduced costs, improved efficiency), their broader societal consequences remain underexplored. Across nine online and field experiments, this research demonstrates that consumers engage in less prosocial behavior after interacting with AI-driven autonomous (vs. human-operated) stores. This effect stems from a diminished sense of social connectedness caused by the absence of human interaction at key service touchpoints (e.g., reception, checkout) and persists across both non-embodied and embodied humanlike AI systems. Three boundary conditions specify when this adverse effect can be mitigated, spanning the consumer context (joint consumption), firm context (consumer-welfare AI framing), and charitable organization context (self-benefiting prosocial appeal). Together, these findings provide the first empirical evidence of the social costs associated with autonomous retail formats and offer actionable insights for marketers, charitable organizations, and policymakers seeking to balance technological efficiency with societal well-being in an increasingly automated world.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"2 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-04-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147682070","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Human or AI? Identity Salience Enhances Historically Marginalized (But Not Privileged) Consumers’ Choice of Algorithmic Service Providers 人类还是人工智能？身份显著性增强了历史上被边缘化（但不是特权）的消费者对算法服务提供商的选择

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-04-08 DOI: 10.1177/00222429261444284

Yeseul Kim, Dipayan Biswas, Courtney Szocs, Khalia Jenkins

{"title":"EXPRESS: Human or AI? Identity Salience Enhances Historically Marginalized (But Not Privileged) Consumers’ Choice of Algorithmic Service Providers","authors":"Yeseul Kim, Dipayan Biswas, Courtney Szocs, Khalia Jenkins","doi":"10.1177/00222429261444284","DOIUrl":"https://doi.org/10.1177/00222429261444284","url":null,"abstract":"When their identity is salient, consumers from historically marginalized and privileged groups are differentially influenced when it comes to choosing algorithmic service providers (e.g., AI-enabled tellers, chatbots, robots, and digital kiosks). Under identity salience, as it would be in a service context where the service providers are all from historically privileged groups, consumers from historically marginalized groups (e.g., Black people) become concerned about identity-based social judgment. Underrepresentation of historically marginalized groups in white-collar professions (e.g., financial services), regulatory pressures to abandon diversity hiring initiatives, and a tight labor market, make it increasingly difficult for companies to ensure diversity among frontline employees. How can managers provide consumers from historically marginalized groups the services they seek in non-diverse settings while balancing other constraints and reducing identity-based social judgment concerns? The results of a series of field studies and controlled experiments suggest that algorithmic service providers can provide a means to serve historically marginalized consumers in non-diverse service settings. The effect attenuates in service contexts where historically marginalized consumers are less concerned about identity-based social judgment. Interestingly, identity salience does not influence historically privileged consumers’ choice of algorithmic service providers.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"64 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-04-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147635900","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Extended Reality in Business-to-Business Sales: Performance Implications, Adoption Drivers, and Contingency Effects 企业对企业销售中的扩展现实：绩效暗示、采用驱动因素和偶然性效应

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-04-03 DOI: 10.1177/00222429261443286

Janina Mettler, Aline Lanzrath, Christian Homburg

{"title":"EXPRESS: Extended Reality in Business-to-Business Sales: Performance Implications, Adoption Drivers, and Contingency Effects","authors":"Janina Mettler, Aline Lanzrath, Christian Homburg","doi":"10.1177/00222429261443286","DOIUrl":"https://doi.org/10.1177/00222429261443286","url":null,"abstract":"Extended reality (XR) technologies hold the potential to transform buyer–seller relationships in business-to-business (B2B) sales. Yet, the consequences, antecedents, and contingency effects of XR integration in B2B organizations remain underexplored. Drawing on multimethod evidence, including a prestudy, quasi-experimental field data (Studies 1a and 1b), a cross-industry salesperson survey (Study 2a), and between-subjects experiments with B2B salespeople (Study 2b) and buyers (Study 3), the authors find that XR improves buyer- and seller-related outcomes (e.g., loyalty, upselling) by strengthening customers’ mental imagery ability, ultimately improving sales success. However, the findings reveal contingencies: XR is most successful for complex, haptic products, with benefits holding across face-to-face and remote meetings. On the buyer side, any incremental information load associated with XR is modest and, where present, outweighed by imagery-mediated gains. On the seller side, however, XR can increase role stress, while an adaptive selling orientation attenuates this effect. Beyond outcomes, the authors examine adoption drivers and inhibitors at the individual and technology-utility levels and highlight organizational innovativeness and salespeople’s XR experience as contingencies. Overall, the findings specify when, why , and how XR creates value in B2B sales and how firms can implement it to maximize customer engagement and sales while safeguarding salespeople’s well-being.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"218 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147598568","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: When Consumer Betrayal Spreads: Transmission and Compounding Effects in High-Stakes Situations EXPRESS：当消费者背叛蔓延：高风险情况下的传导和复合效应

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-04-01 DOI: 10.1177/00222429261442567

Lynn Sudbury-Riley, Katy Kerrane, Michael Haenlein

{"title":"EXPRESS: When Consumer Betrayal Spreads: Transmission and Compounding Effects in High-Stakes Situations","authors":"Lynn Sudbury-Riley, Katy Kerrane, Michael Haenlein","doi":"10.1177/00222429261442567","DOIUrl":"https://doi.org/10.1177/00222429261442567","url":null,"abstract":"Betrayal is a harmful phenomenon that damages relationships and imposes significant psychological and financial costs. This research examines consumer experiences of multiple betrayals by multiple actors in high-stakes situations, where the consequences for consumers are exceptionally devastating. Drawing on the lived experiences of the bereaved during the COVID-19 pandemic, the study finds that consumers perceive betrayal as originating from five interrelated levels. These betrayals often influence and facilitate other betrayals, a dynamic referred to as transmission effects in which acts of betrayal propagate across and between levels. Results reveal that the depth and breadth of betrayal often transcend isolated brand incidents, and that multiple betrayals create a compounding effect where consumers spread the net of blame to include not just individual organizations but also the systems that govern them, and even broader societal structures. The research also spotlights the severe impact of betrayal on consumer wellbeing in the form of moral injury. By expanding the scope and implications of consumer betrayal, this paper offers both theoretical and managerial contributions by deepening our understanding of how betrayal occurs, its effects on consumers, and how marketers might work to prevent or mitigate it.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"21 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147586576","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Political Ideology Shapes Consumer Responses to Addictive Products EXPRESS：政治意识形态塑造了消费者对上瘾产品的反应

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-03-27 DOI: 10.1177/00222429261440794

Jasmina Ilicic, Stacey Brennan

{"title":"EXPRESS: Political Ideology Shapes Consumer Responses to Addictive Products","authors":"Jasmina Ilicic, Stacey Brennan","doi":"10.1177/00222429261440794","DOIUrl":"https://doi.org/10.1177/00222429261440794","url":null,"abstract":"Consumption of addictive products, such as gambling, alcohol, tobacco, gaming, fast food, and illicit drugs, are an important public health and policy issue. Research identifies that political ideology influences positive consumer behaviors, but little is known about whether political ideology shapes negative consumer behavior. Through a ten study multi-method investigation including a large correlational study, field study, and eight online studies (including six experiments), the authors reveal the relationship between political ideology and consumer responses to addictive products. Results indicate that political conservatism, as opposed to liberalism, is associated with more favorable consumer attitudes, intentions, and behavior towards addictive products, due to a stronger sense of agency, which reduces perceptions of product danger. The findings show that the positive relationship between political conservatism, sense of agency, perceived product danger, and subsequent responses to addictive products can be attenuated through exposure to personally directed threat appeals (i.e., threat messages with second-person pronouns). This research advances political ideology research in marketing by demonstrating how it shapes responses to addictive products and provides practical ways to shift its potential harmful effects.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"58 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-03-27","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147524054","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: Designing with Edge Consumers: How Inclusive Design Orientation Transforms New Product Development 与边缘消费者一起设计：包容性设计取向如何改变新产品开发

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-03-27 DOI: 10.1177/00222429261441261

Vanessa M. Patrick, Deepa Chandrasekaran, BJ Allen

{"title":"EXPRESS: Designing with Edge Consumers: How Inclusive Design Orientation Transforms New Product Development","authors":"Vanessa M. Patrick, Deepa Chandrasekaran, BJ Allen","doi":"10.1177/00222429261441261","DOIUrl":"https://doi.org/10.1177/00222429261441261","url":null,"abstract":"Industry leaders and academics recognize the importance of addressing the needs of edge consumers – those who are underserved or unserved in a marketplace. Yet little is known about how organizations transform their new product development (NPD) processes to create inclusive products. Adopting a theories-in-use approach, we draw on interviews with industry experts, combined with secondary data, to develop grounded insights on how inclusion can be embedded in NPD. We introduce Inclusive Design Orientation (IDO), which we define as the extent to which members of an organization share the belief that designing with a diverse set of consumers’ needs in mind is an organizational imperative and engage in product design and development practices consistent with that belief. IDO represents a novel organizational orientation that shifts firms from designing for the “average user” towards intentionally engaging edge users in the innovation process. Our framework identifies antecedent conditions that foster IDO, external and internal factors that enable or constrain IDO; and examines short- and long-term business outcomes. Our research develops organic theory by introducing IDO and offers a blueprint for NPD transformation by providing actionable insights to advance inclusive design and demonstrating how engaging edge consumers can fuel inclusive product innovation.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"7 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-03-27","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147524691","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Cementing JM ’s Impact on the Marketing Eco system: Empirical Execution 巩固JM对营销生态系统的影响：实证执行

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-03-25 DOI: 10.1177/00222429261426047

Jan-Benedict E.M. Steenkamp, Marc Fischer, Kelly L. Haws, Maura L. Scott, Rebecca J. Slotegraaf

引用次数: 0

EXPRESS: Not Just Bad Luck: Income-Based Gaps in Lottery Losses 不仅仅是运气不好：彩票损失中基于收入的差距

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-03-16 DOI: 10.1177/00222429261437120

Paul Parker, Paulo Albuquerque, Yakov Bart

{"title":"EXPRESS: Not Just Bad Luck: Income-Based Gaps in Lottery Losses","authors":"Paul Parker, Paulo Albuquerque, Yakov Bart","doi":"10.1177/00222429261437120","DOIUrl":"https://doi.org/10.1177/00222429261437120","url":null,"abstract":"This research uncovers a hidden dimension of inequality in lottery play: lower-income consumers not only spend a larger share of their income on lottery tickets—a well-documented regressive pattern—but also earn less per ticket due to systematic differences in how games are designed and played. Using market-level and transaction-level data from California, we show that lower-income consumers are less responsive to high-jackpot games, use random number generators less frequently, and favor popular number combinations. These behaviors interact with pari-mutuel prize structures to reduce expected earnings. Simulations indicate that these factors lead to approximately 7% higher losses per ticket for lower-income consumers, amounting to nearly $3 million annually. We evaluate alternative game formats and policy interventions—including fixed non-jackpot prizes, mandatory random selection, and raffle-style jackpots with decreasing odds—and find that they can reduce income-based disparities by up to 60%. By framing lottery products through the dimensions of function, ergonomics, and form, this research strengthens theoretical links between product design and consumer heterogeneity and offers actionable insights for policymakers seeking to design fairer games and more equitable consumer outcomes.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"59 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-03-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147465136","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

EXPRESS: High Tech, Not Low Touch: Empowering the B2B Sales Force through Online Channel Integration EXPRESS：高科技，不低触摸：通过在线渠道整合授权B2B销售队伍

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-03-14 DOI: 10.1177/00222429261436003

Irene Nahm, Phillip Wiseman, Michael Ahearne, Seshadri Tirunillai

{"title":"EXPRESS: High Tech, Not Low Touch: Empowering the B2B Sales Force through Online Channel Integration","authors":"Irene Nahm, Phillip Wiseman, Michael Ahearne, Seshadri Tirunillai","doi":"10.1177/00222429261436003","DOIUrl":"https://doi.org/10.1177/00222429261436003","url":null,"abstract":"As many B2B companies are transforming their sales processes by adding online channels to the sales force, it is critical to better understand how salespeople respond, adapt, and manage relationships after customers adopt them. Leveraging data from a large B2B firm, we investigate how customers’ integration of an online channel affects salesperson-customer relationships. We find that customer online channel integration leads to a 7% increase in quarterly customer gross margins, with 28% of a customer's sales volume shifting online, but only a 9% reduction in face-to-face sales transactions relative to that of before the online channel integration. Salespeople continue to hold a substantial number of face-to-face meetings to handle transactions and engage in other activities with customers that integrate the online channel than expected, given the proportion of sales volume that those customers shift online. Relatedly, customer integration of the online channel enhances the quality of salesperson-customer interaction within those relationships, reducing products sold at a loss and increasing the breadth of product categories sold. We also identify important contingency factors regarding online channel integration, including that its effectiveness when use is highly synchronized with face-to-face sales transaction meetings can further drive customer gross margins by about 16%.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"1 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-03-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147454653","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0